Andrii Hidulian (Gidulyan)

I help 10 commercial banks expand their SME Banking (micro and small businesses) and increase the SME segment's contribution to the total bank’s profit by 25% or more. MY RESPONSIBILITY: ✔️ Develop the group strategy and implement it across the bank network ✔️ Define the value proposition for group of target customers, ensuring customer-centricity is embedded in SME segment decision-making; gather customer needs and insights ✔️ Collaborate with stakeholders and subject matter teams (channels, products, etc.) to allocate resources for SME development ✔️ Lead my team in representing the SME segment across acquisition, engagement, and monetisation initiatives (domains) ✔️ Build a small business banking community and facilitate knowledge-sharing of best practices and market insights among network banks MY TOP RESULTS: ✔️ Updated RBI Group SME Banking Strategy in 2023 ✔️ Updated SME Segment Strategy in 2018 for the next 5 years ✔️ Sustainable growth of Micro and Small Businesses segments across 10 CEE markets ✔️ Managed SME segment in 10 CEE markets ✔️ During COVID-19, led business transformation and launched a remote advisory in 3 countries ✔️ First-ever launch of the ESG web platform for SME clients in 2 countries

Founding and establishing the RBI Group’s digital banking subsidiary. Fairo was an all-in-one mobile-only bank that helps small businesses (entrepreneurs) control their business operations on the go. Fairo launched in Ukraine in 2020, expanded to Romania in 2021, and is set to reach 50 markets by 2023. Management of the start-up from the day 1 as Project Sponsor Proxy and Managing Director and trusted single owner's representative, responsible for the launch of a new digital banking concept, including: partnership setup with local bank (BaaS provider), contracting startup company, and further team recruitment, new IT architecture implementation, centralized operating model development and a standardized product set (digital onboarding, business account, digital cards, FX, invoicing, bookkeeping, and tax reporting) delivered via digital channels only. Managing Director at Fairo GmbH, Austria. 🚀 International Fintech Startup ➡️ 30 Direct Reports, 3 offices (Vienna, Kyiv, Prague) | CEE Region (Austria, Romania, Ukraine).

Our story began on October 23, 2010, I founded SME Banking Club as LinkedIn group. I established Gidulyan Company in June 2013 and it was formalized as an international networking platform of business bankers aimed to provide relevant information on what national, regional and local banks are offering for micro, small and medium-sized businesses. We were able to scale up across Europe and Asia. In November 2019 year I stepped out from CEO position: ▶In CEE SME Banking Club operates and managed by Olena Gryniuk, GG Company Sp.z o.o. (Poland) and covers: Albania, Bosnia & Herzegovina, Bulgaria, Croatia, Czech Republic, Hungary, Kosovo, Montenegro, North Macedonia, Poland, Romania, Serbia, Slovakia, Slovenia, Turkey. ▶In Eastern Europe & Central Asia the membership-based club is managed by Gidulyan Company and we continuously scaling up across 6 countries engaging 20+ financial financial institutions from 6 countries (Azerbaijan, Kazakhstan, Kyrgyzstan, Moldova, Ukraine, Uzbekistan). In 2022, we took a step forward and transformed into an information and analytical agency – SME Banking Agency.

Head of Small & Micro business development department with 15 Direct reports. MY RESPONSIBILITIES: ▶ Transaction business (day-to-day packages, local and international payments, FX, e-banking) ▶ Lending products (WCF, investment loans, overdrafts), processes (APS) and CRM campaigns (top up, x-sell) ▶ Savings (term deposits, saving accounts) ▶ Commercial cards TOP RESULTS: ✔️ Launched first ever SME Credit Card in Ukraine ✔️ Automated lending process automated - application processing system (APS) launched ✔️ Launched new SME Packages - repricing and redesign completed ✔️ Leakage completed - commission results improved ✔️ Launched SME Club - online business magazine ✔️ Reorganized SME business department (Micro and SE businesses were merged)

TOP RESULTS ✔️ Restructured leasing portfolio ✔️ Improved soft collection & workout processes ✔️ Reorganized risk management team ✔️ Improved data reporting aligned with Group requirements ✔️ Aligned Credit analysis & Underwriting with RLI Group standards

TOP RESULTS ✔️ Established Basel II Credit Risk implementation project team ✔️ Project kick-off, committed deadlines to the FMA (Austrian financial supervisor) ✔️ Implemented Asset Class Segmentation ✔️ Implemented credit scorecard with IRB Foundation ✔️ Aligned SMB Rating model adjustment with Non-Retail ✔️ Adjusted IT architecture and systems to Basel II requirements

50 Direct Reports in Head Office +24 regional offices ▪ I had a power to approve a credit limit up to 1.5M EUR / loan TOP RESULTS ✔️ Joined bank transformation team after Raiffeisen Group bought local bank: SME Risk Mgmt. established, local procedures aligned with Raiffeisen Group Standards ✔️ Implemented 4-risk-eyes principle. With CRO, I was responsible for <1.5M EUR credit approval ✔️ Implemented first ever Credit Policy Papers for SME and agribusiness clients in Ukraine ✔️ Centralized credit underwriting for micro- and small business loans; hired and trained with 40+ employees ✔️ Centralized fully centralized approval process and unified credit analysis process; achieved Time-To-Yes 2 days ✔️ Certified 500+ sales managers ✔️ Centralized and automated credit application processing system (APS) implemented

SNAPSHOT: 4 Direct Reports | Credit Analysis, Credit Assessment | SME, Agribusiness, Machinery, Public Transport, Wholesales Trade | Analyzed 60+ loan applications per month [from $10K (micro business) to $10M+ (Corporate clients)].

SNAPSHOT: Managed ~30% of total Corporate Credit Portfolio in the region | Corporates ▪ Agribusiness, Machinery, Public Transport, Wholesales Trade | Account Management, Credit Analysis, Credit Administration